Clinton Rozario is a B2B List Building technology expert and architected LeadGrabber Pro, the B2B List Building Tool from eGrabber. Clinton joined eGrabber in 2003. He held key roles in R&D, developing strategic and proprietary technologies. He is now responsible for development of eGrabber's List Building and List Completion Tool Suite. He is also available on Google+ and LinkedIn.

If you are b2b sales hunter & find prospects one at a time, eGrabber eMail-Prospector provides 10x more value & benefits over SalesLoft Prospector.

Here is a quick overview

eGrabber eMail-Prospector

SalesLoft Prospector

Cost $595/year

Costs $3900/year (5x more than eGrabber)

Find email & phone of 1000+ contacts/month

Find email & phone of only 350 contacts/month

eGrabber is built for any situation, your prospect can be anywhere on the Internet, or can be just a name and company you overheard in a conversation. eGrabber gives you their business email address and business phone number.

Users complain on forums that SalesLoft does not work if your prospect is not on LinkedIn.

eGrabber eMail-Prospector at $595/year is optimized for one at a time contact processing.

If you want to build lists, you need eGrabber LeadGrabber $3,495/year. This enables you to get 10,000+ contacts per month

SalesLoft doesn’t have a separate product for those who hunt prospects few at a time.

We are doing a weekly free drawing for eGrabber email prospector please enter your name & company in this Trial Signup Page.

Clinton Rozario is a B2B List Building technology expert and architected LeadGrabber Pro, the B2B List Building Tool from eGrabber. Clinton joined eGrabber in 2003. He held key roles in R&D, developing strategic and proprietary technologies. He is now responsible for development of eGrabber's List Building and List Completion Tool Suite. He is also available on Google+ and LinkedIn.

It’s a well-known fact that people & executives in particular, are more likely to open emails from co-workers than strangers. Our co-worker email output gives more ways for users to network & get their message delivered to their prospects. This has the potential to double number of appointments & deals closed.

The co-worker emails feature is so helpful in reaching prospects that users who already have direct contact info of prospects, still use our tool to get co-worker research!

The co-worker emails also comes in handy when a prospect is not discoverable on the Internet. This happens if the prospect joined company recently or is just not active on the internet.

Why depend on one apple alone? Why not target the whole branch of co-worker apples? You are interested in the company signing on to your product or service. We provide you multiple ways to get into your account; multiple ways to get your target prospect’s attention.

You said 2 big advantages, what is the other one?

Our product costs 1/10th of Salesloft Prospector even though it is more accurate & delivers more research.
Users get better ROI with the eGrabber solution. I’ve written in detail about this in my blog article, but let me summarize things for you here.

– Our $3,495/yr product lets you research 12,000 prospects a month, while Salesloft gets you ONLY 350 per month.

– We just introduced an even more affordable $595/year version, that lets you research 1,000+ prospects per month. Salesloft has no product in this price range.

Can’t Salesloft claim to be more accurate too?

We are likely to be more accurate because, we shipped our product a couple of years before Salesloft did; we invented this product category (see our list of patents below); We spent more R&D years perfecting our technology;

Why does eGrabber cost so much less than Salesloft?

We are able to deliver for lower cost, because of the way we designed our solution and who we market it to.

eGrabber costs less because our solution uses your PC & internet to store data & conduct research, while Salesloft does it on an expensive cloud infrastructure. So, we don’t incur costs associated with maintaining expensive web-servers, server data bases & Internet connection for every user on the cloud. We pass on the savings to you.

What does a typical eGrabber customer look like?

Our typical user, works on PC, builds prospect list from the web & works independently. They upload lists into their emailing system or CRM to start the next stage of prospecting.

Anything else you want to say to a prospect considering eGrabber?

eGrabber has been specializing in developing automation tools for B2B prospect list building for 15+ years. We have a hardcore R&D team that have helped us get 4+ US Patents, with more pending. We have products ranging from $50 to $3,500 that we have sold to 100,000+ companies.

We provide an excellent support & training infrastructure. We know how to serve small teams. Our head quarters is located in San Jose, CA.

A sales person who is uninformed about the prospects’ business/industry cannot address their problems effectively. This makes ‘Prospect Research’ an integral element of sales prospecting.

How would you react if you were a C-level executive and a sales person, with inadequate knowledge about your business, approaches you with his product or service? Would you politely encourage him to go ahead or try to get rid of him as quickly as possible? Will you have the confidence that the sales person will help you address your problems?

The chances are very less. Right?

This is what your prospects, especially C-level executives, will go through when you go unprepared to meet them. They are very time conscious. They seldom have time to educate you about their business and teach you about its intricacies for about 30 minutes and then allow you to offer a solution. You got to be spot-on with these people.

All your prospect would like to hear from you is a solution to address her problems and more ideas & suggestions to improve her business. Studies also indicate that unprepared sellers are the number one factor that dissuades buyers. So, it is very important for sales folks to research thoroughly on a prospect before they make the first contact.

Prospect research online might sound easy, but it is a laborious process; especially for C-level prospects, it gets even worse. You got to manually perform intensive searches and researches on the Internet to find the details about your prospect – contact details such as email, phone, social media profiles, etc.; company details such as industry, revenue, employee count, etc. You need to manually visit various websites and social networking sites to get these details and you have to repeat this process for every prospect.

Suppose, you have a list of 1000 prospects, imagine how much time it would require you to get these details and then work on them. This is where a prospect research tool such as Account-Researcher can be handy. With just the name and company name, Account-Researcher helps you to research on your C-level prospects in no time.

It helps you find email & phone of your prospects, find decision makers and their contact information, get talking points from various sources such as blogs, news, press releases, etc. It also provides various research links that will help you get more information about your prospects. You can be well informed about your prospects and their businesses in no time.

Account-Researcher helps you to find the right information about your C-level prospects including their contact information and enables you to reach them instantly.

I am an expert in social lead generation and social media prospecting. I use and market tools and can help sales and marketing professionals in targeted prospecting for improved responses and conversions.

I am sure lot of sales professionals try using LinkedIn for social prospecting and selling. We have numerous articles, white papers, posts and literature that emphasize on how you can use LinkedIn as an effective selling platform. However there are some golden rules you must follow to be able to identify, engage and follow up with your prospects for quality pipelines and improved conversions.

Here is a quick 5 point guide that will help business development professionals in achieving this

Build a prospect list that your competitors do not have. For all that you know, you may be the first and or only one to contact them

Always try and contact the decision maker directly rather than having to go through silos

Use a mix of traditional and contemporary salesprospecting techniques such as cold calls, emails, and other social networks

Tailor make the message for each prospect after a thorough research

Plan and implement a prospect follow up calendar

Well on the surface, these may appear to be very plain and simple. As you dig deep you will realize that each one is important in its own way. Let me touch upon each of these points in a little more detail.

Building Exclusive Lists– With platforms like LinkedIn offering you multiple search criteria, you can always play around to identify prospects that do not fall into the “OFTEN CONTACTED ” category. You can refine your search based on a multitude of criteria such as titles (special titles), location (suburbs), and industry verticals and so on.

Reaching Decision Makers – With the ever growing popularity of social networks, especially, LinkedIn, you now have almost full information about the decision maker. Their LinkedIn profiles should give you some insights on how you can position yourself.

Use Social platforms– You should try investing more time in researching your prospects. Apart from LinkedIn, you should leverage social media to know more about your prospect. It helps to study their blogs, website, twitter, face book and other social profiles and engage with them. Well calling or cold emailing is still not a dead method. However social networks are certainly better starting points.

Messaging – You will be able to tailor make your message better when you have a 360 degree of your prospect. My famous method is always to compliment the decision maker on a recent achievement. It shows you really want to engage with them. I believe and advocate the fact that effective prospect research is the first start point for sales dialogue.

Follow Up – Most prospects go cold because sales professionals fail to follow up enough. A recent study showed that around 30% conversions happened on the 15th contact. You need to have a calendar in place and follow up till you get an answer. It is either a YES or a NO. It cannot be anything else.

Tibor Shanto and Clinton Rozario are going to share with you more innovative techniques on effective lead generation and prospect follow up. I am excited about this webinar which is scheduled on April 16th, 2015 at 10 am PST. This webinar is a quick guide for effective sales prospecting and MUST attend for every aspiring sales professional

I am an expert in social lead generation and social media prospecting. I use and market tools and can help sales and marketing professionals in targeted prospecting for improved responses and conversions.

Business Events are great platforms to foster new relations and nurture the existing ones. Leverage them effectively.

One of the key components of the Annual Marketing Budget of any organization is participation in business events. Tradeshows, exhibitions, conferences, seminars; all these fall into this category. Business events are great platforms for companies to tell the market about themselves. They present to you an opportunity to interact with your prospects (decision makers), study your competitors, establish new partnerships, meet your existing customers, compile your sales and marketing intelligence and most importantly understand the changing landscape of your target markets. Sales and Marketing professionals will, however, agree that sales prospecting at business events is the top most objective for them because that alone will result in quick revenue. The other activities are important mainly from a branding and relationship management perspective.

Business events can be revenue aggregators, if planned and executed properly. However the flip side is the costs associated; Exhibiting / Sponsor costs, collateral costs, travel and accommodation costs and much more. This actually means that your participation in any event is fruitful only, if you are able to create a healthy prospect funnel out of every event that you plan to attend, which will result in improved ROI.

Here is a three phase approach that is recommended for every professional who wants to make the best out of any business event

Prospecting Before the Event

“The Key is to build B2B Contact Lists”

One of the key things for any business development professional is, to have a calendar filled with appointments with your prospects. Every event will have a dedicated portal, active for a few months, before the event where in the list of participating companies will be made available. You must build the entire B2B contact list and identify the “MUST MEET” companies at the event. If you are lucky, you may also find the names of the representatives of those companies. If you notice that the representative is the decision maker you wish to meet, you will need to make an appointment via email or phone. That way you have fortified a sales prospecting opportunity. In case you only have the company’s name, you can use LinkedIn to identify the decision maker within that company. You can check with the decision maker if you can have a meeting at the event or ask for reference for the meeting with the representative. Read my blog on Engaging C Level decision makers on LinkedIn

Another important step is to run a campaign to all your prospects informing them about your presence. You need to tell them your location and invite them to meet you. Email marketing, tele- calling, banner advertisements and so on could be some techniques. Another method is to direct message your decision makers on LinkedIn.

Prospecting During the Event

“The Key is Prospect Research”

The major challenge during the event is that the time to speak to your decision maker / prospect is extremely limited. More often than not, you will find people waiting outside the booth for you to finish the meeting. After all, no one would want to let go off such an opportunity. One of the key things that will make your meetings more meaningful is when you so a thorough prospect research well in advance. You need to equip yourself with as much information as possible about your decision maker before the meeting. To put it simply, you must have a 360 degree view of your prospect. It would be a very good idea to start the meeting saying “Hey, I read your blog post on managing sales pipeline. I think it was pretty impressive; I second the point where you spoke about targeted lead generation. I am here to talk to you about this. My software actually eases the process of lead gen and helps you in targeted prospecting”. For tips on knowing more about your prospects, Read my blog on Effective Prospect Research

Post Event

“The Key is Planned Follow Up”

Lot of sales professionals do an extremely good job in generating warm leads during the events. However the percentage of conversion is usually not as expected. One of the primary reasons is insufficient follow up. You need to understand that even for your prospect; the excitement pertaining to the event fades away once he is back to work. It is your job to remind your prospect of what was discussed and move things forward. It is very unlikely that your prospect will come back to you saying “Hey, nice to meet you during the XYZ event, I wish to purchase your software. Here is the purchase order”.

This will not happen. You need to follow up with your prospects. Another aspect of sales prospecting is touching base with those prospects that you never got to meet during the event. Most of the trade shows make directories available to you (some of them charge you, worth the spend). Buy one such directory and contact the other prospects whom you have never got to meet. Email or call them and refer the event as a talking point, “Hey I was there at the XYZ event, but could not catch up with you, I think you would be interested in learning about our unique social prospecting tool, can we talk?”. View our webinar on Prospect Follow Up

The Smart Way

We have a sales prospecting software called Account-Researcher which eases the whole process of prospecting for events that you attend. Our tool helps you in getting the list of emails and phone numbers of your prospects. By generating such lists, you can easily set up prior appointments over email or phone campaigns. Moreover, it gets you the 360 degree view of our prospect, their website, social presence, LinkedIn information etc which you can use to strike our conversations with your prospects. Post the event, you can use the same tool to build the B2B contact lists of other prospects whom you may have missed meeting during the event.

I am an expert in social lead generation and social media prospecting. I use and market tools and can help sales and marketing professionals in targeted prospecting for improved responses and conversions.

In a recent interview with eGrabber social selling academy, Flyn Penoyer has spoken about how over the so many years he has trained thousands of sales professionals about cold calling, lead generation and prospecting techniques. His techniques have always resulted in a triple digital growth in just a few weeks (285% in 3 weeks is the latest number for record). He now shares with us on how a simple thing like LinkedIn saved search can help you in improved sales conversions.

LinkedIn® indisputably is the one of the largest databank of C level decision makers and an ideal environment for B2B prospecting. It lets you search for your target prospects based on a multitude of search criteria such as title, industry, company size and other demographics. Sales professionals today have the flexibility of using several combinations of their search and build multiple sets / categories of prospect lists.

While this is a good feature, what makes it better is when you use the saved search feature. The Saved Search Feature in LinkedIn® sends matching profiles to your email inbox on a periodic basis. It’s like having lead-gen on automatic!

Look at the simple 3 step illustration below and you will know what we mean.

Step-1: Search for your target prospects

Let us try and search for “Lead Generation Director”. Select your preferences based on title, location and other demographics.

Step-2: Click Save search of your results page

LinkedIn® will display the results based on search criteria. Click on Save search in the top right of your results page. You will find it next to the settings icon.

Step-3: Provide necessary input and save the search result

Give a name to your search. Set your preferences on how often you would like to receive email alerts pertaining to this search and save the search. Now the search is saved with the given name and LinkedIn® starts sending people’s profiles matching that search criteria to your mailbox.

Start prospecting using eGrabber’s Account-Researcher

As soon as you receive search peoples profiles in your mailbox, use Account-Researcher tool and capture their business email address and phone number. Start reaching your decision makers on their business email and phone and kick start your business with them.

I am an expert in social lead generation and social media prospecting. I use and market tools and can help sales and marketing professionals in targeted prospecting for improved responses and conversions.

One of the key things any seasoned sales professional will agree with is that sales happen majorly due to the prospects’ trust on the sales person than on the product or service. While a good product or service triggers the sale process, it is the selling mechanism that actually instils the confidence in the prospects and translates them into customers. It is better understood if I say that sellers, but not the offerings are the key differentiators in today’s competitive market place.

In a webinar, Connie Kadansky, a professional sales coach shares some workable insights on effective prospecting and beating the sales call reluctance.

Connie has won several accolades in her professional journey- Best in Class for Assessments for SPQ gold assessment, ATM Gold Toastmasters International and Scholarship to China REN coaching to name a few.

Connie has been interviewed by Wall street Journal and has been a delegate to Rwanda to work with women in parliament.

Connie points out that Prospecting is the “must have” competency for every sales professional. By understanding the nuances of effective prospecting, sales professionals can present themselves and their offerings better to the prospects thereby resulting in improved conversions. The reality however is that, lack of confidence and an inconsistent approach, act as hurdles to sales professionals resulting in lesser success.

Connie talks about three important things every sales professional must inculcate. The three things she talks about make every sales professional more credible and unique.

The participants of the webinar also had an opportunity to hear Connie speak about visibility management and a unique sales model for improved results. They also got to hear Connie’s views on correlation between prospecting and sales and why sales professionals do not prospect proactively.

At this point, we had another speaker Clinton Rozario who spoke about some very powerful prospecting tools that eGrabber develops and markets.

Clinton is the chief architect of targeted prospect list building tools and showed the participants on how they can build targeted prospect lists for improved success and response.

The second part of the expert talk dealt with call reluctance and the four “A“s to eliminate it.

While explaining these simple steps, Connie threw some light on the behavioural types of sales professionals with special focus on the associated phobia.

The webinar finally closed with some techniques on overcoming call reluctance and factors that block success.